Best Practices for Calling Leads

Here at Nuage we have tons of experience nurturing leads from all different demographics. We have created this article to share what we believe are the best practices to take your conversation offline. Broken down into 6 easy tips, we recommend all our clients take a read through this article!

When first receiving a lead on the Rainmaker platform, the lead is automatically added into the “Lead” section. This is where you will find the “Info” button. Along with your leads contact information, you will also find the “Intel” button. The “Intel” button automatically connects to any social networking profiles (ie. Facebook, Google, LinkedIn) the lead allows to be shared publicly. Other important information found here includes all details the lead provided when going through the online funnel, this includes the area, budget, timeline and much more. Many helpful details are provided, depending on the funnel the lead came through. Additionally, a map is provided with a marker placed on the location your lead was physically located when they accessed the funnel.

All the leads coming through the Rainmaker Platform are put into an automatic nurturing cycle. This includes 5 emails / SMS messages the first week, 2 over the next two weeks and then once a month for the next 3 months (note: Automated Follow-Ups are only available with Starter, Professional and Broker packages. Text Concierge for continued follow up available for Professional & Broker packages). These automated messages have been tested and proven as the ideal time to reach out to leads. They are designed to assist you in understanding the needs of your leads further. It is important to understand what information your lead has received, and what step they are at in your nurturing campaign.

It is important to review your Rainmaker account on a regular basis to ensure leads are being followed up promptly. Leads are organized in sequential order, the most recent always taking the top spot. Although automated nurturing is set up to assist in engaging your leads, it is only meant to bridge the gap until you are able to step in. Allowing a lead to linger can result in them seeking assistance elsewhere. 

Approach your leads as you would any potential client. Be prepared to clarify to your leads who you are, how you got their information, and how you are prepared to help. Your online campaigns will attract all different demographics of leads with varying levels of online knowledge and experience. It is important to adapt accordingly, as every lead is a potential client.

Every lead coming into the Rainmaker platform will be at a different stage of the buying/selling process, some may be ready right away, others months away. This is a great opportunity to begin building a relationship and positioning yourself as an advisor. By fostering a relationship in the early stages, when the time comes your lead will want to work with you. After keeping them informed and answering their questions before there was any gain, you will be their go to.

Whether on the phone or in-person, starting the conversation as soon as possible is best. This can be as simple as confirming the comparable they received, getting more detail for the valuation, or discussing the advantages of fixed versus variable mortgage rates.